It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
Tag: Value Proposition
"We Need To Discount....."
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
Helping Our Customers Face Uncertainty Posted on July, 2020
Probably the single biggest issue anyone and every organization faces today is … [Read more...]
Your Competition Isn't Who You Think It Is Posted on July, 2020
I was involved in a discussion with a team on a very large opportunity. It … [Read more...]
It's Not The Customer's Job To Figure Out How You Help! Posted on July, 2020
I am looking for some software tools to help our team. After listening to about … [Read more...]
My New Book, Complex B2B Selling Posted on July, 2020
A reader asked me, "Dave, when are you publishing a book on complex B2B selling? … [Read more...]
On Virtual Buying Posted on July, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
The Risky Path Forward Posted on July, 2020
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
We Need Sellers Who "Sell," Not Take Orders Posted on June, 2020
I'm suppose, after all the years I've spent working with "sales people," I … [Read more...]
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